房地產(chǎn)/r/n項(xiàng)目團(tuán)購方案/r/n團(tuán)購背景/r/n1./r/n項(xiàng)目年/r/n度/r/n認(rèn)購任務(wù)/r/n22億/r/n，/r/n并且集團(tuán)要求在第三季度結(jié)束前爭取完成全年任務(wù)。上半年力爭/r/n庫存/r/n產(chǎn)品清盤/r/n，/r/n下半年主要去化住宅/r/n新推/r/n產(chǎn)品，銷售壓力巨大；/r/n2./r/n項(xiàng)目/r/n前期針對內(nèi)部/r/n員工及/r/n親屬/r/n的團(tuán)/r/n購/r/n取得/r/n了/r/n不錯(cuò)的/r/n效果/r/n；/r/n/r/n基于/r/n上述/r/n兩點(diǎn)，/r/n為了更好的完成全年銷售任務(wù)，建議于/r/n5/r/n月/r/n底/r/n開始啟動(dòng)/r/n住宅/r/n新/r/n地塊/r/n團(tuán)購工作，專人專項(xiàng)負(fù)責(zé)團(tuán)購事宜/r/n，/r/n主要針對內(nèi)部/r/n員工/r/n及合作單位，意向客戶單位團(tuán)購/r/n。/r/n團(tuán)/r/n購目標(biāo)/r/n客群/r/n公司/r/n內(nèi)部人員團(tuán)購，發(fā)布/r/n內(nèi)部團(tuán)/r/n購?fù)ㄖ?r/n合作單位團(tuán)購，包含但不限于銀行單位，政府部門，代理公司，廣告公司及活動(dòng)公司等；/r/n類型/r/n團(tuán)購單位/r/n物料/r/n企事業(yè)單位/r/n共內(nèi)部員工/r/n推介PPT、項(xiàng)目戶型圖、價(jià)值手冊、單頁、手提袋等/r/n企事業(yè)單位/r/n合作銀行/r/n北京銀行/r/n農(nóng)業(yè)銀行/r/n渤海銀行/r/n浙江銀行/r/n中國銀行/r/n合作商/r/n代理公司/r/n活動(dòng)合作商、物料合作商/r/n設(shè)計(jì)院/r/n工程施工合作伙伴/r/n律師會(huì)所/r/n廣告公司/r/n團(tuán)購房源/r/n及/r/n目標(biāo)/r/n1./r/n團(tuán)購房源/r/n及戶型/r/n1/r/n.1/r/n團(tuán)購房源/r/n：/r/n1#-/r/n7/r/n#/r/n，/r/n面積/r/n段/r/n107/r/n-1/r/n6/r/n8/r/n平米/r/n，/r/n合計(jì)/r/n864/r/n套/r/n房源/r/n，/r/n建面/r/n11.2/r/n萬/r/n平米/r/n，/r/n貨值/r/n20./r/n8/r/n億元/r/n。高層均價(jià)為1/r/n70/r/n00/r/n元//r/n㎡/r/n（暫定）/r/n，小高層均價(jià)為1/r/n9500/r/n元//r/n㎡/r/n（暫定）/r/n。/r/n/r/n2/r/n．/r/n戶型/r/n配比：/r/n主力/r/n戶型/r/n是/r/nA/r/n戶型、B戶型、E戶型，皆為三室產(chǎn)品。/r/n地塊五戶型配比/r/n物業(yè)類型/r/n樓棟/r/n戶型結(jié)構(gòu)/r/n戶型/r/n面積區(qū)間（㎡）/r/n套數(shù)/r/n套數(shù)/r/n占比/r/n高層/r/n4#、7#/r/n（共394套）/r/n三室兩廳兩衛(wèi)/r/nA戶型/r/n129/r/n164/r/n230/r/n27%/r/nC戶型/r/n120/r/n66/r/n三室兩廳/r/n一/r/n衛(wèi)/r/nB戶型/r/n108/r/n164/r/n164/r/n19%/r/n小高層/r/n1#、2#、3#、5#、6#/r/n（共470套）/r/n四室兩廳兩衛(wèi)/r/nD戶型/r/n155-170/r/n34/r/n34/r/n4%/r/n三室兩廳/r/n兩衛(wèi)/r/nE戶型/r/n130-140/r/n63/r/n412/r/n48%/r/nE反戶型/r/n125-145/r/n226/r/nE邊戶型/r/n135-145/r/n123/r/n兩室兩廳兩廳（差異戶型）/r/nE戶型/r/n115-120/r/n4/r/n4/r/n0.5%/r/nE反戶型/r/n117/r/n10/r/n10/r/n1%/r/nE邊戶型/r/n120-122/r/n10/r/n10/r/n1%/r/n小計(jì)/r/n864/r/n2/r/n.1/r/n目標(biāo)/r/n分解：/r/n認(rèn)購/r/n864/r/n套/r/n，/r/n團(tuán)購/r/n報(bào)名目標(biāo)/r/n數(shù)量/r/n2160/r/n組/r/n。/r/n團(tuán)購/r/n價(jià)格/r/n基于對住宅市場的深入調(diào)研/r/n及/r/n濟(jì)南限價(jià)政策解讀/r/n：/r/n建議/r/n小高層價(jià)格/r/n整體均價(jià)/r/n為/r/n19500/r/n元//r/n㎡/r/n；高層/r/n整體均價(jià)/r/n為：/r/n1/r/n70/r/n00/r/n元//r/n㎡/r/n。/r/n團(tuán)購價(jià)/r/n格判斷/r/n依據(jù)：/r/n1、銷售去化預(yù)判：/r/n根據(jù)目前制定的團(tuán)購價(jià)格，在本年度區(qū)域競爭激烈的環(huán)境下，/r/n預(yù)計(jì)團(tuán)購可/r/n實(shí)現(xiàn)住宅近9/r/n0%/r/n的去化量，提前實(shí)現(xiàn)住宅的去化銷售，對本年度的銷售目標(biāo)提供有效支撐；/r/n2、風(fēng)險(xiǎn)規(guī)避：/r/n通過/r/n內(nèi)部團(tuán)/r/n購先行開展，可有效規(guī)避后期的政策風(fēng)險(xiǎn)、取證時(shí)間的不確定因素，可盡早實(shí)現(xiàn)資金回籠；/r/n3、費(fèi)用節(jié)?。?r/n團(tuán)購的成功組織，一方面可節(jié)約大量的營銷費(fèi)用，同時(shí)可節(jié)省公司的資本化利息，提高利潤率；/r/n4、資金回籠：/r/n通過團(tuán)購先行開展，加快回款速度可有效支撐公司后期拿地及工程建設(shè)的資金使用。/r/n團(tuán)/r/n購/r/n優(yōu)惠/r/n政策/r/n1、/r/n高層產(chǎn)品和小高層產(chǎn)品采取不同的優(yōu)惠方式/r/n高層產(chǎn)品付款方式為全款/r/n，不享受額外優(yōu)惠/r/n；/r/n小高層產(chǎn)品付款方式可選擇一次性付款/r/n或/r/n首付6/r/n0%/r/n的方式/r/n，/r/n不享受額外優(yōu)惠/r/n；/r/n2、/r/n團(tuán)購價(jià)格/r/n：/r/n高層產(chǎn)品/r/n整體均價(jià)1/r/n700/r/n0/r/n元//r/n㎡/r/n（暫定）/r/n；小高層產(chǎn)品整體均價(jià)1/r/n9500/r/n元//r/n㎡/r/n（暫定）/r/n。/r/n/r/n團(tuán)/r/n購/r/n執(zhí)行/r/n細(xì)則/r/n團(tuán)/r/n購開始/r/n時(shí)間：/r/n/r/n6/r/n月/r/n10/r/n日/r/n（暫定）/r/n團(tuán)購/r/n組織框架/r/n：/r/n團(tuán)/r/n購主管/r/n1名/r/n，組員/r/n2/r/n名/r/n（組員協(xié)助主管/r/n完成團(tuán)購客戶/r/n信息的梳理）/r/n3/r/n、/r/n部門/r/n配合/r/n；/r/n01/r/n）/r/n甲方——/r/n負(fù)責(zé)/r/n政府/r/n及/r/n企事業(yè)/r/n重點(diǎn)/r/n單位/r/n的/r/n接洽/r/n（/r/n如內(nèi)部/r/n員工/r/n、合作銀行、/r/n企事業(yè)單位/r/n等/r/n合作/r/n單位）/r/n；/r/n02/r/n）/r/n組長——/r/n團(tuán)購/r/n主管/r/n，/r/n負(fù)責(zé)/r/n團(tuán)/r/n購工作/r/n的統(tǒng)籌/r/n，/r/n每天/r/n反饋團(tuán)/r/n購進(jìn)度/r/n；/r/n03/r/n）/r/n策劃/r/n及廣告公司/r/n——/r/n負(fù)責(zé)各項(xiàng)/r/n物料的/r/n制作、/r/n團(tuán)/r/n購/r/n準(zhǔn)備/r/n工作/r/n、/r/n后期團(tuán)購工作/r/n的協(xié)助/r/n；/r/n04/r/n）/r/n銷售/r/n——/r/n地塊五團(tuán)購說辭制定，/r/n統(tǒng)一銷售口徑/r/n，最大可能的釋放/r/n內(nèi)部團(tuán)/r/n購信息/r/n；/r/n團(tuán)購/r/n流程/r/n6/r/n月/r/n1/r/n0/r/n日/r/n：/r/n開始/r/n內(nèi)部發(fā)函及意向合作單位發(fā)函/r/n，/r/n通知團(tuán)購具體/r/n細(xì)節(jié)/r/n；/r/n6/r/n月/r/n1/r/n1/r/n日/r/n——/r/n6/r/n月/r/n3/r/n0/r/n日：/r/n團(tuán)購意向/r/n客戶/r/n需/r/n出具/r/n團(tuán)/r/n購確認(rèn)單及團(tuán)/r/n購客戶/r/n本人房查/r/n資料，由合作單位負(fù)責(zé)人代收，報(bào)名結(jié)束后統(tǒng)一交到/r/n營銷中心；/r/n7/r/n月/r/n1/r/n日/r/n——/r/n7/r/n月/r/n10/r/n日/r/n：/r/n通知團(tuán)購客戶/r/n繳納/r/n30/r/n萬團(tuán)購認(rèn)籌金/r/n（以/r/n新品/r/n認(rèn)籌為由/r/n收取認(rèn)籌金，規(guī)避風(fēng)險(xiǎn)）/r/n；/r/n7/r/n月/r/n1/r/n7/r/n日/r/n：/r/n通知客戶/r/n進(jìn)行/r/n團(tuán)/r/n購/r/n選房/r/n，/r/n選定房源/r/n同時(shí)需簽署/r/n《/r/n團(tuán)購房源意向/r/n書/r/n》/r/n，/r/n后需/r/n補(bǔ)齊/r/n剩余房款/r/n（高層產(chǎn)品總價(jià)暫定為/r/n15/r/n0/r/n萬，小高層產(chǎn)品總價(jià)暫定為/r/n2/r/n00/r/n萬/r/n）/r/n；/r/n待預(yù)售/r/n證取得/r/n之后，/r/n團(tuán)/r/n購客戶/r/n根據(jù)/r/n實(shí)際/r/n銷售面積多退少補(bǔ)，/r/n辦理網(wǎng)簽事宜/r/n。/r/n工作/r/n鋪排/r/n團(tuán)/r/n購工作/r/n鋪排/r/n階段劃分/r/n序號(hào)/r/n工作事項(xiàng)/r/n完成時(shí)間/r/n負(fù)責(zé)團(tuán)隊(duì)/r/n前期/r/n1/r/n團(tuán)購房源/r/n戶型圖/r/n設(shè)計(jì)/r/n定稿/r/n6/r/n//r/n10/r/n廣告+策劃/r/n2/r/n團(tuán)購房源/r/n戶型圖/r/n印刷制作/r/n6/r/n//r/n10/r/n3/r/n產(chǎn)品宣傳折頁設(shè)計(jì)/r/n6/r/n//r/n10/r/n4/r/n產(chǎn)品宣傳折頁印刷制作/r/n6/r/n//r/n10/r/n5/r/n洽談人員名片印刷制作/r/n6/r/n//r/n10/r/n6/r/n內(nèi)部推介文件撰寫/r/n6/r/n//r/n10/r/n策劃/r/n7/r/n項(xiàng)目常見問題問與答撰寫/r/n6/r/n//r/n10/r/n策劃+銷售/r/n8/r/n團(tuán)購?fù)卣苟Y品采購/r/n6/r/n//r/n10/r/n策劃/r/n9/r/n銷售說辭/r/n6/r/n//r/n10/r/n銷售、策劃/r/n10/r/n團(tuán)/r/n購持續(xù)蓄客/r/n6/r/n//r/n1/r/n0/r/n-6//r/n3/r/n0/r/n銷售、策劃/r/n11/r/n團(tuán)購認(rèn)籌金/r/n繳納/r/n7/r/n//r/n1/r/n-/r/n7/r/n//r/n1/r/n0/r/n后臺(tái)/r/n銷售期/r/n1/r/n房源銷控展板/r/n制作/r/n7/r/n//r/n10/r/n策劃+廣告/r/n2/r/n團(tuán)購當(dāng)日排號(hào)